Health care
Sales Assessment Results

"We're currently happy with our existing healthcare provider, so why should we switch?"

Because we can offer more services and expertise

The response is quite vague and lacks specificity. It does mention the potential for more services and expertise, but it doesn't effectively address the prospect's satisfaction with their current provider. A more compelling response would involve understanding what specific services or expertise the prospect values and then demonstrating how your offerings align with or exceed those expectations. Additionally, the tone could be more engaging and collaborative to build rapport. Overall, the response fails to effectively explore value or ask probing questions that could lead to a deeper understanding of the prospect's needs. Score: 3/10

"Your plan seems more expensive compared to others we've looked at."

We offer more treatments and services than your other provider

The response does address the objection by highlighting the breadth of services offered, which is a positive aspect. However, it lacks depth and specificity in explaining how these additional treatments translate into value or justify the higher cost. Additionally, it does not engage the prospect in a dialogue or ask for their thoughts on the value of those services, which is crucial for understanding their perspective. To improve, the salesperson should provide examples of how the extra services can lead to better outcomes, and ask open-ended questions to foster discussion and explore the prospect's needs further. Overall, the response feels a bit one-sided and could benefit from a more collaborative approach.

"I need to discuss this with my team before making a decision."

I know you want to discuss it with your team but this is extremely important to start as soon as possible

The response falls short in several key areas. While you acknowledge the prospect's desire to discuss with their team, you don't effectively address their concern or offer a solution that could help them make a quicker decision. Instead of insisting on urgency, a more collaborative approach would have been beneficial. You could have asked questions like, 'What concerns do you think your team might have?' or offered to provide additional information to facilitate their discussion. The tone is somewhat authoritative, which may not resonate well in the healthcare industry where collaboration and consensus are critical. Overall, it lacked curiosity, active listening, and a value exploration. Score: 3/10.

"What guarantees do you offer regarding service quality and patient satisfaction?"

We have video and picture testimonials from patients that have already completed the program with great results, that more of a guarantee than having surgery or taking a medication

The response provided does address the objection by referencing testimonials, which can be a powerful tool in demonstrating service quality and patient satisfaction. However, it lacks a direct guarantee or assurance that specifically addresses the prospect's concern for guarantees. The communication could be clearer and more structured; it might help to acknowledge the importance of guarantees in healthcare and then segue into the testimonials as a form of assurance. Additionally, there is no closing technique used to invite further discussion or questions, nor does it show curiosity to understand the prospect's specific concerns further. Overall, while it shows some value exploration through testimonials, it doesn't fully engage with the prospect's needs or build rapport effectively. Score: 5/10

"We've heard mixed reviews about your company from other clients."

Their are always some people that don’t follow through with their portion of the protocol, so when they don’t get the results they are looking for it is because they didn’t do their part

The response fails to effectively address the concern raised by the prospect regarding mixed reviews. It shifts blame onto the clients rather than acknowledging the validity of their concerns. Clear communication is lacking, as the tone comes off as dismissive rather than empathetic. There are no closing techniques or curiosity-driven questions that could have helped clarify the prospect's specific concerns. The response does not explore the value of the company's offerings or build rapport, which is crucial in a healthcare context where trust is paramount. Overall, this approach misses the opportunity to engage collaboratively and demonstrate understanding.

"Can you explain why your coverage options are not as comprehensive as [competitor]?"

We have a protocol that we know works and gets results.

The response provided does not effectively address the prospect's concern about coverage options compared to a competitor. It lacks specific details or comparisons that would clarify why the coverage is structured as it is, and it does not engage the prospect in a meaningful way. There is no evidence of active listening or acknowledgment of the prospect's viewpoint, which is crucial in healthcare sales where trust and understanding are paramount. Additionally, it misses an opportunity for value exploration and a collaborative approach to discuss how the current offerings might still meet the prospect's needs. Overall, the response is vague and does not invite further discussion or questions. To improve, the salesperson could have directly addressed the specific differences in coverage, explained the benefits of their approach, and asked the prospect questions to better understand their needs. Score: 2

"This feels like too big of a commitment for us right now."

Your health is our biggest concern, what value can you put on your own health and wellbeing

The response fails to effectively address the concern of commitment. While it highlights the importance of health, it lacks a direct acknowledgment of the prospect's feelings about the commitment required. The communication could be clearer by expressing understanding of their hesitation and providing reassurance about the commitment level. There's no closing technique or exploration of solutions that could alleviate their concerns about the commitment. Additionally, it misses the opportunity to ask thoughtful questions that could uncover more about their specific worries. Overall, the response does not demonstrate a collaborative approach or build rapport effectively. Score: 3 for a good focus on health but lacking in addressing commitment.

"How can I be sure that your services will actually improve our health outcomes?"

If you follow our protocol and do your part at home I’m sure that you will get the results that your desiring

The response lacks effectiveness in addressing the prospect's concern about health outcomes. Simply stating that results will come if they follow the protocol does not provide any evidence or assurance of improvement. There is no clear communication of the proven effectiveness of the services offered, which is crucial in the health care industry. Additionally, the tone might come off as dismissive rather than reassuring. The response could benefit from including specific examples or data that demonstrate past successes, which would align better with a solution-focused approach. A collaborative approach would also involve engaging with the prospect by asking further questions about their specific concerns or goals. Overall, the response fails to build rapport or explore the value of the services effectively. Score: 2/10

"Our budget for healthcare is already maxed out for this year; how can you help us with that?"

We have finance options to make it more affordable for you to get the care you need

The response does touch on a potential solution by mentioning finance options, which is a step in the right direction. However, it lacks depth and does not directly address the prospect's concern about their current budget constraints. It would benefit from actively listening to the prospect's situation, exploring their specific budget limits, and asking questions to better understand their needs. A more detailed explanation of how the financing options work and the value they provide would also enhance the response. Additionally, incorporating a collaborative tone to engage the prospect in finding a solution together would improve rapport. Overall, it feels a bit generic and does not fully demonstrate an understanding of the healthcare industry's nuances. Score: 4

"We're concerned about hidden fees or costs that might arise after signing on."

We are transparent with all of our fees, once you pay your portion you will only be responsible for getting more product as it runs out

The response does address the concern about hidden fees, emphasizing transparency. However, it lacks depth in providing reassurance or specific examples of how the company ensures there are no hidden costs. A more effective response would include an invitation for further questions about pricing or an offer to share detailed pricing documentation. Additionally, the tone could be more engaging to build rapport. The response could benefit from exploring value and collaborative discussion. Overall, while there is a good foundation, it falls short in several key areas.